Product Proof Before Pitch: A Tech Startup Story with Overe

Paul Barnes, CEO and founder of Overe, joins us for episode 11 of Tech Startup Stories to talk about building a cyber security startup in one of the most challenging economic climates for early-stage funding. Paul and our host, Natalie Binns worked together years ago, and Paul shares his career journey from employee to founder and why Overe made the decision to raise investment despite a strong belief in bootstrapping.

Listen to the Podcast
Available on Spotify, Amazon Music, Apple Podcasts, and YouTube.

Bootstrapped Foundations with a PLG Focus

Paul’s approach to building Overe was to be practical whilst focused on progress. With a background in endpoint security and a team of seasoned experts, they concentrated on solving specific customer problems before thinking about impressive pitch decks or rapid fundraising. Their early traction came from a Product-Led Growth (PLG) strategy, showing value upfront and letting the product speak for itself. That focus led to real paying customers early on seeing true value in Overe.

The Investment Balancing Act

Despite that early revenue, the team at Overe reached a point where taking on funding became necessary. Growing a team to nine people brings overheads, and the path to scale isn’t always paved with customer income alone. Paul is candid about the tension between staying lean and needing outside capital. "We’ve needed to take on some investment," he says, noting that even those conversations were shaped by their clarity of purpose and validation from paying customers.

Why the UK Isn’t Always Founder-Friendly

Paul talks about the challenge of raising investment in the UK. He argues that the investment environment for pre-product, pre-revenue startups simply doesn’t support early innovation, especial today. In fact, Overe chose to do a Delaware flip, a move many UK founders are making, to make the business more attractive to US investors, (and US customers). "The fundraising mechanics in the UK are broken for early-stage startups," Paul shares. "You just can’t value an idea."

Lessons in Building Sustainably

Rather than chasing unicorn status, with growth at any cost, Paul and his team are focused on fine tuning their product, understanding their users, and building sustainably. Overe’s philosophy is clear: show value early, focus on customer pain points, and don’t waste time or money until the problem is well understood. This approach is true across all areas of their business from hiring to marketing spend. This coupled with a careful approach to investment, has helped them scale without sacrificing their independence and ability to build the business on their terms.

Advice for Startup Founders

Paul gives some advice for anyone navigating the tension between bootstrapping and taking on funding:

• Start with the problem, don't rush to build anything until you’ve validated the need.

• Let the product do the talking, if it delivers value, the customers will come.

• Don’t rush into investment, only use it when it makes sense for your growth.

• If you’re raising early, consider where you’re raising, geography matters.

• Build sustainably, it’s a marathon, not a sprint.

Taking the Practical Route to Growth

Overe is proof that not every startup needs to be built with Silicon Valley speed. For Paul, growth isn’t about going fast at all costs, it’s about building something useful, scalable, and grounded in reality. Whether you’re a founder debating whether to raise money or stay lean, this episode provides a grounded, honest look at both options.

Learn more about Overe, check out their blog on this subject or connect with Paul Barnes.

Listen to the Podcast
Available on Spotify, Amazon Music, Apple Podcasts, and YouTube.